| SYLLABUS |
| 1. Introduction to negotiation. Basic definitions and context of the projects. |
| 2. Preparation and structure in decision-making for a negotiation. |
| 3. Negotiation styles and strategies. Sources of power in a negotiation. |
| 4. The first negotiation. Self-knowledge, emotions and communication. |
| 5. Distributive and integrative negotiation during a project. |
| 6. Tactics and tools of persuasion during negotiation. |
| 7. Purchasing, decision and implementation cycles of engineering projects. |
⏰Schedule:
Classes will be held on days
Tuesday and Thursday from 7:30 pm to 9:30 pm.
Piura Campus
Graduate Unit
Faculty of Engineering
📧 expertise.ingenieria@udep.edu.pe
📱 Cell/WhatsApp: 968042288
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